The basic economics of the SaaS model inherently push vendors to run “lean and mean,” which requires close attention to operational profitability in every aspect of the organization. Though the impact of that reality may be delayed by VC/investor funding, the elemental reckoning cannot be avoided forever. The cumulative effect of day to day operational profitability management will ultimately determine…

One of the key indicators of a SaaS / Webware company that is struggling over the role of their Support teams is confusion over whether or not to charge extra for support services. Here's why: "Tech Support" needs to go away. It's time for true Support to take its proper role in the overall company profitability strategy.

SaaS enthusiasts claim that support necessarily must be better in the SaaS world because the customer could switch vendors at any time. But where's the proof of that superiority in support quality? Failing to properly set customer expectations can be costly, but there's a huge competitive advantage waiting for the SaaS vendor who can prove their right to the crown of quality customer support.